B .Dialogue II.

BUSINESS TALKS.

A. Dialogue I.

Ex. 1.Read the dialogue.

Discussing Prices and Terms of payment.

St.: Good morning, Mr. Borisov.

B.: Good morning Mr. Stanley. Will you take a seat, please.

St.: Thank you,sir. Happy to meet you.

B.: The pleasure is mine.

St.: Sunny morning, isn’t it?

B.: Yes, it’s beautiful. The weather will keep fine, I hope.

St.: I hope so too. Good weather is a good way to start business.

B.: Let’s get down to business then. I have looked through your catalogues. We ‘d like to buy from you office equipment. But I think your prices are rather high.They are not acceptable to us.

St.: I can’t agree with you. Other companies quote higher prices. And I‘d like to stress that we usually give a good discount to customers who place big orders with us.

B.: What discount will you give us if we place a trial order with you for 500 computers?

St.: Well, for the order of that size we can give you a 2% discount of 2 % off the value of the goods.

B.: We expect a 4% discount.

St.: If you agree to open a Letter of Credit for the full value of the goods we are ready to give you a 4% discount.

B.: I think we can do that.

St.: Then it settles the matter.

Ex.2 Think and answer.

a) What information did Borisov find in the catalogues?.

b)Why did Stanley & Co usually give a discount to Buyers who place big orders with them?

Ex.3. Give extensive answers.

a) What is a trial order?

b) Do the Sellers usually give a discount to customers for trial orders?

c) In what other cases do Sellers give a discount to their customers?

d) In what cases are export prices revised?

Ex. 4. Act out a dialogue on the basis of the following assignment.

You have gone through the quotation of the company and become interested in their latest model of computers. The company’s price doesn’t suit you. Meet Mr. Brown and discuss the price problem with him.

B.Dialogue II.

Ex. 1.Read the dialogue.

Signing a contract.

Mr. Petrov is having talks with Mr. Brown of British Asbestos Ltd. Mr. Brown has been instructed by his firm to sign another contract for asbestos.

B Good afternoon. Nice to see you again, Mr. Petrov! You are looking well, I must

say. How are things with you?

P Not bad,thank you. And how are you?

B.. Fine, just fine. I always feel well in beautiful weather like this. We’re having such a lot of rain in England now. I am happy to be away. Well, I suppose we had better get down to business.

P. Yes,, certainly. You’ve come to sign another contract, haven’t you?

B. That’s right. For next year, actually.

P Are you happy with our usual terms of delivery and payment?

B. Yes, quite. As a matter of fact,I’ve come here to talk about the price. I’d like to say that the volume of business in the building industry in our country has dropped

considerably. This affected the prices of a number of building materials. In this situation it’s quite natural we expect you to revise your prices for asbestos.

P. I’m afraid this is not sufficient reason for us to lower the price.

B. But may I draw your attention to the fact that we wish to increase the purchases by a few thousand tons if you could offer us a reduction in the price.

P. I’m sorry to say,Mr. Brown, but we would not be able to make extra supplies available to you. We’re planning to develop more industrial and housing projects. Besides we’re already tied up to contracts with other partners. Taking these factors into account we couldn’t offer you the increased amount.

B. Mr. Petrov, we’ve been in business with you for a long time. Also we’ve doubled our purchases over the past two years. Therefore we would be grateful to you if in view of all this you could reduce the price.

P. All right. I think we could reduce it by 2%. But only on condition that the price is subject to further negotiations for the second half of the year.

B. That’s fine. I suppose that’s the best we can do today.

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